Monday, September 27th, 2021
CSO post-Pandemic checklist
GARTNER SUGGESTS EIGHT STEPS TO CREATE COMPETITIVE…
Tuesday, July 27th, 2021
2021 7.3 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, capability development and sales behaviours. Sales…
Tuesday, July 27th, 2021
Agile leadership
How applicable is agile leadership within a traditional organisational structure? The focus of my research project will be understanding what makes an agile leader and their ability to create and manage an agile organisation. What are the specific characteristics, cultural traits and mindset that define an agile leader and what makes them different? I investigate whether it is possible for…
Monday, July 26th, 2021
The Emerging Importance of Ethical Leadership
Nostos (Ancient Greek: νόστος) is a theme common in Ancient Greek literature. It was brought to life in Homer’s Odyssey. Nostos concerns an epic hero returning home by the sea and retaining both his status and identity. In a metaphorical sense, I planned to use Homer’s Odyssey to draw upon my business life experiences and journey. Little did I know…
Monday, July 26th, 2021
Psychological contract
Introducing the psychological contract into sales education The “psychological contract” approach in organisational terms makes claims for greater mutual commitment and motivation (Rousseau, 1995) and reciprocation (Coyle-Shapriro and Kessler, 2002). Best-practice practitioner sales training promotes trust-based relationship building, in order to overcome price objections and maintain profit margins. However, it does not necessarily explain how this can be achieved in…
Monday, July 26th, 2021
BUYERS’ PERCEPTIONS DIFFER FROM SELLERS’
65% OF SELLERS SAY THEY “ALWAYS” PUT…
Monday, April 26th, 2021
2021 7.2 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, capability development, sales behaviours and sales automation. Sales…
Monday, April 26th, 2021
Cultural and emotional barriers which cause resistance to change
Literature review “The true measure of leadership is to confront the anxiety of the people of their time.” This quote by Jacinda Ardern, current Prime Minister of New Zealand, beautifully summarises the essence of leadership and reveals a depth in leadership qualities only acknowledged and explored by a few. Through introspective and autoethnographic work on developing and applying the ability…
Monday, April 26th, 2021
Do millennials have a chance?
The theme of my research is to explore the extent to which companies need to adapt and change to cater to a multi-generational workforce, define what the distinct differences really are using facts data, and in the process also draw out similarities. I will look at how stereotypes and unconscious bias skew realities, responses and attitudes. My research seeks to…
Friday, February 26th, 2021
2021 7.1 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, capability development, and sales behaviours. Sales…
Friday, February 26th, 2021
It’s time to level up!
Four forever changes transforming b2b revenue activities. Sales and marketing leaders, it’s time to level up. Buyers are searching for more information on their own, without talking to a sales rep. That means they are engaging with your content further down the funnel. As a result, your content can’t be just a companion to a sales-led customer conversation; it needs…
Monday, November 9th, 2020
2020 Q2 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date on recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include three themes that focus on sales performance, customer management, and capability development. Sales Performance Combined…
Monday, November 9th, 2020
Improved leadership communication
How storytelling can help bridge the gap between management and teams. Even as we are communicating all the time, even if we are surrounded by communication all day, it is neither easy nor simple: “The single biggest problem in communication is the illusion that it has taken place,” according to Whyte (1950). From my experience, I believe he is right….
Monday, November 9th, 2020
Leadership in the digital future
What are the required leadership behaviours that will help leaders succeed in the digital age, and to what extent do our leaders need to change their leadership behaviour in the future? Over 24 years I have held various sales and sales support roles at SAP. I had the chance to work with the largest customer (Siemens) as a Global Account…
Monday, November 9th, 2020
Imagine…
How will leadership change in the digital future? Imagine… You are strolling on a boardwalk by the beach. The warm rays of the sun are tickling your nose as you savour the beautiful scenery. Suddenly, darkness takes over, the sun vanishes, and there is a mist in the air. A tornado! A huge swirling spout of water, this massive monster…
Thursday, May 28th, 2020
A (Virtual) Reality Check: Mastering remote selling
How to make virtual sales presentations more engaging, more memorable and more effective. In an instant, the number of salespeople delivering remote presentations has reached 100%. But how do they feel about virtual sales calls, versus in-person meetings? Not good, according to our recent industry survey of over 500 B2B salespeople. Over 70% of salespeople believe that remote selling is…
Thursday, May 28th, 2020
2020 Q1 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include three themes that focus on sales performance, customer management, and sales behavioural studies. Sales Performance…